Identify and discuss the varieties of response to influence tactics, along with the relative effectiveness of each.

Question

What will be an ideal response?

Answer 1

There are three basic responses to influence tactics: internalization (behavior and attitude changes), compliance (behavior changes only), and resistance (no change in behavior or attitude).

Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees. Proper use of the personal forms of power are most likely to result in internalization.

Compliance occurs when targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence. Compliance reflects a shift in the behaviors of employees but not their attitudes. This behavior is the most common response to influence attempts in organizations, because anyone with some degree of power who makes a reasonable request is likely to achieve compliance. That response allows leaders to accomplish their purpose, but it doesn't bring about the highest levels of employee effort and dedication. Proper use of organizational forms of power are, at best, most likely to result in compliance.

Resistance occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it. Employee resistance could come in the form of making excuses, trying to influence the requestor in return, or simply refusing to carry out the request. Resistance is most likely when the influencer's power is low relative to the target or when the request itself is inappropriate or unreasonable.